Tools for establishing contact

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Techniques for establishing contact:

Partnership. The manager must be “one” with the potential customer. To do this, he uses the pronoun “we.” For example: “Let’s work together to find the right model for you.” “We” instead of “I” sounds more convincing to the interlocutor, says University of Michigan psychology professor Susan Gilman.

Communication on equal terms. During the conversation, the manager should not behave as if the buyer occupies a higher or privileged position. He demonstrates respect, but emphasizes expertise and competence.

Copying. The essence lies in repeating the tempo and features of speech, intonations of the interlocutor. Such organization of psychological contact with the client contributes to the fact that the person feels "in the same boat" with the seller and is more vp administration email list willing to contact him.



Compliment. If appropriate, you can praise some of the client's qualities or the choice he made, but only sincerely. If the interlocutor senses falseness, he will not make contact.

The art of a sales manager is to choose the right approach to the client, win him over and successfully close the deal.


In a face-to-face conversation, the manager's appearance, clothing and behavior play an important role. He represents the "face" of the business and focuses attention on himself. And in online sales, phrases for establishing contact with the client are more important.

However, you shouldn’t neglect additional features that are relevant for both offline and online communication:

The non-verbal component is intonation, voice timbre, appropriate speech speed, the ability to insert accompanying phrases at the right time.

All this helps to gain the interlocutor's favor and close the deal.

Scripts - the manager must have a script by which he starts communication and leads the client through the stages of the sales funnel. But you cannot act strictly according to a given script, since it is important to maintain a dialogue taking into account the mood and behavior of the person.